The Information Broker's Handbook

Why Rent from Knetbooks?

Because Knetbooks knows college students. Our rental program is designed to save you time and money. Whether you need a textbook for a semester, quarter or even a summer session, we have an option for you. Simply select a rental period, enter your information and your book will be on its way!

Information brokering in the Internet age is one of the easiest ways to make money with a home computer. Leave it to the field's two top experts to create the complete guide to this lucrative activity-and to update it thoroughly to keep pace with changes in cyberspace. The third edition of this bestseller delivers: -- insider tips on self-marketing online-- details on the latest Web browsers, subject-specific electronic bulletin boards, ISDN, modems, and CD-ROM drives-- and all the how-to information needed by entrepreneurs who are ready to turn bytes into bucks.

Foreword

xv

(4)

Introduction

xix

(6)

How to Use This Book

xxv

Part 1 THE INFORMATION BUSINESS

1

(108)

Chapter 1 The Market for Information

1

(18)

Educating the Client

2

(1)

Quantity: Miles and Miles of Pretty Files

3

(2)

Availability: All You Have to Do Is Ask

5

(2)

What Is Information?

7

(1)

The Case of Red October

8

(1)

Complete Confidence

9

(1)

How Can You Profit from Your Skills?

10

(1)

Follow the Money, Find the Market

11

(1)

Who Wants to Know?

11

(1)

Insurance and Investment Companies

12

(1)

Advertising, Public Relations, and Attorneys

13

(1)

Focusing Your Efforts

14

(1)

Special Libraries and Librarians

14

(1)

Companies in General

15

(4)

Chapter 2 What Is an Information Broker?

19

(18)

Defining the Terms

20

(1)

Job Description

21

(1)

Information Retrieval and a Database Thumbnail

22

(1)

Returning to Retrieval

23

(1)

From Hospital Floor Plans to a Bahrainian Palace

24

(3)

Market Research by Phone

27

(1)

SDI Services

28

(1)

Information Organization

28

(1)

Client Training

29

(1)

Your Foot in the Door

29

(1)

Go with What You Know

30

(2)

The Most Crucial Component

32

(1)

In the "Old Days"

32

(3)

No Solutions, No Answers

35

(2)

Chapter 3 The Job of Information Brokering

37

(14)

Sell, Sell, Sell

38

(2)

Nix on the Word Librarian

40

(1)

Avoid Academics and Engineers

40

(3)

What Does the Client Really Want?

43

(2)

Narrowing It Down

45

(2)

A Day in the Life

47

(3)

At the End of the Day

50

(1)

Chapter 4 Pros and Cons of the Information Business

51

(24)

Problems in the Online Information Industry

52

(3)

A Product without Value

55

(1)

The Problem of Duplicate Data

56

(2)

Byzantine Pricing Schemes

58

(1)

Good and Bad Aspects of the "Information Explosion"

58

(1)

Solution Not Available

59

(1)

Inaccurate Data

59

(2)

Every Database Is Different

61

(1)

Every Online System Is Different

61

(1)

Start-Up Costs

62

(1)

Ongoing Costs and Expenses

63

(1)

The Daily Grind

64

(1)

Reverie and Delight

64

(1)

Unpleasant, Stupid People

65

(1)

Financial Potential

66

(1)

Competition

67

(1)

What about Libraries?

68

(2)

Online Systems and Amateurs

70

(1)

Standard Self-Employment Concerns

71

(2)

Not Dissuaded, Huh?

73

(2)

Chapter 5 The Crucial Question: Is It for You?

75

(14)

A Growing Mutual Respect

77

(1)

The Carnegie Syndrome

78

(1)

Five Crucial Elements

79

(7)

Conclusion

86

(3)

Chapter 6 How to Get Started

89

(20)

Finding Your Market Niche

90

(1)

Specialization of Labor

91

(1)

Preliminaries

92

(1)

Four Quick Steps

93

(7)

Self-Test and Practice

100

(3)

Getting Your First Job

103

(1)

Pricing

104

(1)

Subcontracting

105

(4)

Part 2 FUNDAMENTAL TOOLS AND TECHNIQUES

109

(82)

Chapter 7 At the Library: Nonelectronic Sources and Resources

109

(8)

A Hypothetical Example

110

(1)

The Library as an Example

111

(2)

Survey Your Library Resources

113

(1)

Build the Tools to Build the Tools

114

(1)

Conclusion

115

(2)

Chapter 8 Government Information Sources

117

(20)

Government Information: An Endless Cornucopia

118

(3)

Get to Know the GPO

121

(7)

How to Order Copies of Federal Government Publications

128

(1)

Information Broker Document Delivery

128

(7)

Conclusion

135

(2)

Chapter 9 Public Records Searching

137

(32)

Public Records: A Changing Perspective

138

(1)

The Essence of Public Records

139

(1)

Hire a Specialist

140

(3)

Four Main Types of Searches

143

(1)

Where to Find Public Records Information

144

(1)

Online Sources

145

(3)

CD-ROM Products

148

(1)

The BRB Publications Directories

148

(2)

Insights into Public Records

150

(1)

On the Preemployment Line

150

(5)

Finding Missing Persons

155

(4)

Asset Searches

159

(2)

Background Profiles

161

(4)

Conclusion

165

(4)

Chapter 10 The Telephone: Your Most Powerful Tool

169

(22)

How to Use the Phone Effectively

170

(19)

Step 1: Preparation

172

(7)

Step 2: Initial Contact

179

(4)

Step 3: The Interview

183

(5)

Step 4: Assimilation of Results

188

(1)

Conclusion

189

(2)

Part 3 ELECTRONIC OPTIONS AND ALTERNATIVES

191

(130)

Chapter 11 Welcome to the Electronic Universel

191

(26)

A Sense of Perspective

192

(1)

Early Days

193

(1)

The Electronic Universe

194

(2)

A Handle on the Universe

196

(8)

Communication

204

(8)

Special Interest Groups (SIGs)

212

(2)

Online Services

214

(1)

Conclusion

215

(2)

Chapter 12 How to Go Online

217

(18)

What You Need to Go Online

218

(5)

What Kind of Modern Should You Buy?

223

(7)

Packet-Switching Networks

230

(1)

The Process Itself

231

(3)

Conclusion

234

(1)

Chapter 13 Databases and How to Search Them

235

(34)

A Consummate Search Artist

236

(1)

The Very Model of a Modern Online Searcher

237

(1)

Snapshots of the Leaders

238

(3)

Costs and Account-Related Matters

241

(3)

The Bottom of the Bottom Line

244

(1)

A Quick-Start Introduction to Online Searching

245

(3)

How to Search a Database

248

(1)

Mental Approach: The Five Rules of Search Success

249

(6)

Tools and Techniques

255

(7)

The Five Rules in Action

262

(5)

Conclusion

267

(2)

Chapter 14 Special Interest Groups (SIGs) and Forums

269

(10)

The Basic SIG Floor Plan

270

(2)

Why Are SIGs Important Information Sources?

272

(3)

How to Use a SIG

275

(3)

Conclusion

278

(1)

Chapter 15 How to Tap the Internet and World Wide Web

279

(32)

What You Need to Know

281

(1)

What Is the Internet?

282

(3)

What Is the World Wide Web?

285

(1)

The Advent of the Web Browser Program

286

(1)

Why Bill Gates and Microsoft Are Worried

287

(3)

How Can You Get Connected?

290

(6)

What Are the Net's Major Features?

296

(1)

Gopher Menus

296

(2)

Internet Mailing Lists

298

(1)

Newsgroups and DejaNews

299

(1)

Finding Things You Want on the Net/Web

300

(1)

Subject-Specific Resource Guides

300

(2)

Search Engines and How They Work

302

(4)

Conclusion

306

(5)

Chapter 16 CD-ROM Possibilities

311

(10)

Too Important to Ignore

312

(1)

Alfred's Most Excellent CD-ROM Adventure

313

(2)

A Word about CD-ROM Technology

315

(3)

How to Buy a CD-ROM Drive

318

(1)

Directories of CD-ROM Titles

319

(2)

Part 4 THE BUSINESS SIDE OF INFORMATION BROKERING

321

(150)

Chapter 17 Services to Sell

321

(14)

Document Delivery, Yellowsheets, and DIALOG

322

(6)

A Doc Del Industry Update

328

(1)

UnCover, CISTI, and Others

329

(3)

Electronic Clipping or Alert Services

332

(2)

Conclusion

334

(1)

Chapter 18 Projecting an Image of Credibility

335

(20)

Business Cards

336

(1)

Stationery

336

(2)

Other Printed Pieces

338

(1)

Report Envelopes and Labels

339

(2)

Designing Your Brochure

341

(1)

The Importance of "Niche Marketing"

342

(2)

The Internet as a Business Driver?

344

(1)

What to Put in Your Brochure

345

(1)

The Cover Letter

346

(3)

Examples Are the Key

349

(2)

How to Get Sample Brochures

351

(1)

The Question of Rates

351

(2)

Conclusion

353

(2)

Chapter 19 Marketing and Sales: The Missing Ingredients

355

(18)

Why Don't They Call?

356

(2)

Basic Marketing Activities

358

(2)

Personalized and Highly Focused

360

(2)

Analyzing the Letter

362

(4)

Confidence Is the Key

366

(2)

Basic Sales Technique

368

(4)

Conclusion

372

(1)

Chapter 20 Power Marketing Tips and Techniques

373

(32)

Thinking Freely: Making Contact

375

(2)

The Speech and How to Use It

377

(2)

Press Releases

379

(2)

Television Talk Shows

381

(1)

More Free Publicity

382

(3)

Advertising

385

(1)

Yellow Pages Listings

386

(1)

Making a Good Impression

387

(1)

In Person or on the Phone

388

(2)

Make the Sale

390

(3)

Don't Cut Your Price

393

(3)

Keep in Touch

396

(2)

How to Keep in Touch

398

(1)

Getting More Business Out of Current Clients

399

(4)

Conclusion

403

Chapter 21 Executing the Project: Ten Steps to Follow

405

(30)

The 10 Major Components of Any Search Assignment

406

(28)

Step 1: Confirming of the Assignment

407

(3)

Step 2: Think Time and Strategizing

410

(6)

Step 3: Assembling the Tools and Preparing for Battle

416

(1)

Step 4: Making the First Cut at the Problem

417

(5)

Step 5: Following Up on First-Cut Results

422

(5)

Step 6: Organizing and Analyzing Retrieved Information

427

(2)

Step 7: Packaging and Presenting Your Report

429

(3)

Step 8: Confirming Client Satisfaction

432

(2)

Conclusion

434

(1)

Chapter 22 Pricing, Contracts, and Billing

435

(36)

The Toughest Part of the Job

436

(1)

How to Calculate Your Costs

437

(8)

Protect Your Profit!

445

(1)

How Much per Hour?

446

(8)

Contracts and Agreements

454

(7)

Preparing Your Bill

461

(5)

How to Present Your Bill

466

(1)

How to Dun a Client

466

(2)

Watch Out for Small Companies

468

(1)

Conclusion

469

(2)

Conclusion: Welcome Aboard!

471

(4)

Appendix A The Information Broker's Bookshelf: Crucial Resources and Reference Works